Concept guide, CRM
What is lead generation?
- Author
- PureField
- Published
- Updated
Lead generation is the process of building a prospect list, prioritizing by fit signals, and producing records ready for the sales team's first touch. A well-built lead generation flow targets discovery against your ICP (ideal customer profile). In PureField, lead discovery runs inside CRM and Sales Autopilot.
How does lead generation work in PureField?
Typical flow:
1. ICP criteria are defined (sector, region, company size, role, etc.). 2. AI lead discovery produces a candidate company list. 3. Company and contact details are pulled from the lead's website; you check them before they are written to fields. 4. The sales team reviews the list and imports the ones it picks to CRM. 5. First-touch sequence (email or call) is planned.
In CRM AI lead discovery and in Sales Autopilot's "discovery only" mode, you choose which companies go into CRM. In Sales Autopilot's "auto" mode, companies above the ideal customer profile threshold are imported into CRM on their own, with duplicates removed.
Lead generation vs. cold outreach
| Lead generation | Cold outreach |
|---|---|
| Produces prospect lists | Reaches the list and makes contact |
| ICP-fit focused | Message and channel focused |
| Discovery and company research | Email, calls |
| Selection before CRM import | Activity and follow-up |
Who is it for?
- B2B sales teams
- field and technical sales organizations
- companies entering new markets
- teams that need steady pipeline feeding in CRM
Evidence
- Targeting
- ICP definition reduces irrelevant lead load.
- Speed
- Shortens manual research time.
- Context
- Selected leads keep sales flow intact when imported to CRM.
Review your lead generation and CRM flow together in a PureField demo. Book a demo
Frequently asked questions
Does lead generation write to CRM automatically?
You choose. In CRM AI lead discovery and in Sales Autopilot's "discovery only" mode, you decide which candidates go into CRM. In Sales Autopilot's "auto" mode, companies above the ideal customer profile threshold are imported into CRM, with duplicates removed.
Can lead discovery run on a schedule?
Yes. In Sales Autopilot, AI lead discovery runs on a schedule; in "discovery only" mode you choose which companies are imported.
Where does lead discovery get company details?
From the company's own website. Discovery is targeted against your ideal customer profile, and company and contact details are pulled from the website; you check them before they are written to the fields.